Find Product Qualified Leads (PQLs)
Spot product-qualified leads by combining activation, feature usage, and health signals, so sales follows up on users showing real intent.
Sound familiar?
Do these questions resonate with your team? Accoil helps you find the answers:
- Who’s actually likely to convert?
- What are leads doing inside the product?
- How can I tell if someone’s truly interested?
- How do I make follow-ups land better?
- Can I spot leads worth my time?
- How do I match the pitch to the person?
- What’s really going to move the needle?
In a nutshell
Accoil helps you find the leads that matter.
By tracking product usage, activation, and health, you’ll spot high-intent users, tailor outreach, and close with confidence.
Whats the lowdown?
Product-Qualified Leads (PQLs) are users who’ve done something meaningful in your product. They’re past “just curious”—they’ve found value, and they’re worth a follow-up.
Accoil helps you spot these high-intent leads by analyzing real user behavior — activation, feature usage, and ongoing health. Your sales team gets a clear signal on where to focus.
Why this matters?
When you rely on product signals—not just form fills—you:
- Focus on users with real engagement
- Spot who’s activated and finding value
- Add health scores to see who’s sticking around
- Personalize outreach with data-backed timing
- Boost conversions by connecting when it counts
Who does this help?
Accoil’s insights empower every team to refine their strategies:
| Team | How this helps |
|---|---|
| Sales/Revenue Ops | Identify top leads, improve forecasting, streamline handoffs |
| Sales Team | Prioritize the best leads, personalize the pitch, close faster |
| Marketing/Growth Team | Launch smarter campaigns based on what users actually do |
| Product Team | See which features lead to conversion |
| Customer Success Team | Spot upsell-ready accounts and jump in early |
Key Steps
1: Define What a “Good” Lead Looks Like
Start by listing behaviors that show intent and value. For example, in a project management tool:
- Created an account
- Invited 2+ teammates
- Set up a project
- Uploaded files
- Scheduled events
- Completed a task
Pair these with:
- Activation Rate – % of key steps completed
- Health Score – Level of ongoing engagement
2: Track & Engage
- Use Accoil’s thresholds to monitor activation and health ie "sales-ready" leads
- Set alerts
- Customize your pitch based on what they’ve done.
Step 3: Tailoring strategy by opportunity size
Think of these as guides—adjust them based on your product and sales cycle.
| Deal Size | When to Engage |
|---|---|
| Small | 70–100% activated |
| Mid-size | 50–80% activated |
| Large | 30–50% activated |
4: Convert with confidence
Use product data to guide the conversation. Show value. Educate where needed. Propose when activation + health are solid.
5: Keep improving
- Keep an eye on what’s working—and what’s not.
- Refine your PQL criteria with data from wins and losses.
- Over time, you’ll build a sharper, more reliable sales engine.
The main takeaway...
PQLs aren’t guesses. They’re signals.
With Accoil, your whole team works from the same playbook—focused on real product behavior, not assumptions.
When everyone sees the same signals, everyone wins.
Boosting product engagement to grow revenue
Use customer health scores as an early warning system, and see what product, marketing, sales, success, and engineering teams do with them.
Turning trial users to paying customers
Use activation milestones to see which trial users have hit their aha moment, which ones have stalled, and where conversion effort should go.